Decision Facilitation is a term I coined to help explain my Buying Facilitation Method®. It connotes a systems-based navigation process that leads people through all of the change management and systems issues that must be addressed, both personally and professionally, when some sort of change (all decisions represent change), or purchase, is being considered.
On Wednesday, March 9th […]

For the past several months, I have been recording a series on Change Management, with StrategyDriven ezine, called Making Change Work. I’ve also published a lead article in The Systems Thinker titled: ‘Buy-In: A radical approach to change management’.
Please read, listen, and enjoy. While my work is often associated with ‘sales’, my decision facilitation model […]

In the literature of change management, there is no discernable use of the term ‘buy-in.’ In fact, in a search I did for the term I found one useage of it in the last 50 years of change management articles and papers. One. I’m sure there are more outside of my reach, but if you […]

We don’t get objections because buyers don’t like us or our solutions. Or because they don’t trust us. They object – push back – because they are protecting themselves from the fallout that would happen if something new entered their environment before they are ready.
When we notice a problem we’ve got a solution for, and go barreling forth […]